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Understand Customers Needs While Selling Overseas

In: Business and Management

Submitted By alevakhrameeva
Words 724
Pages 3
In order to be successful and in particular in trading overseas it is necessary to find the right market and the way how to approach it, which can be done by thorough research of the foreign market and how the product will be fit within this market. Without this knowledge entering a market can lead to expensive mistakes.
One should consider carefully the customers who will buy the product, the competition and the overal market situation (political, economic, social, technological, legal and environmental factors). Also such practical issues as route to market, logistics, regulation and local suppliers in the chosen market should be investigated.
Concerinng the customers one should try to find out as much as it is possible about both existing and potential customers. If a company deals with business customers it is useful to know how big their businesses are, what sectors they're in, and who would make the decision to buy the product or service. If the business deals with individual customers, it may be useful to know such things as their gender, age, occupation, income, lifestyle, or attitudes.
For the existing customers it is useful to find out:
• what they think about the products or services
• why they need the product or service - this may be different from what the exporter believes
• why they buy from thre exporter and not his competitors
• what they think of offered prices
• what they expect from the expoerter, eg reliable delivery
• how they rate the customer service
• how they think the exporter could develop or refine his products or services

For the potential customers, it is necessary to find out:
• who the potential customers are and what groups they fall into
• how many potential customers there are
• how much of the exporter's kind of product or service they already buy from the competitors
• the criteria on which they make…...

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